In this seminar, we will look at recent research in psychology and social sciences, highlighting how people establish trust with strangers. We will also look at principles of influence that guide consumers’ behaviour when making decisions on what to buy. This seminar will be a chance to warm up in view of all the potential buyers you will meet during the fair, reflecting on how you want to present yourself and your work to the public.


Gabriele Galassi (MSc, PABP) is a Business Psychologist who works across a multitude of industries as a Business Coach and Trainer. Combining evidence-based psychology principles with first-hand business acumen, he supports the growth and development of sales teams and business executives within leading business organisations in the UK and abroad through his consultancy firm, The Business Psychology Network.

He started his career in the media industry working in commercial roles for independent production companies and broadcasters. After moving to the UK, he worked for BBC Studios in various executive jobs, eventually becoming General Manager for the Benelux region, overseeing affiliate sales, ancillaries, formats and programme sales.

In 2015, he took the opportunity of a training role for the global business division of BBCWW, taking the lead on creating a Sales Academy that pioneered a new approach to sales through assessment, training and bespoke internal talent management.

During this experience, he re-qualified as a Business Psychologist, obtaining an MSc in Occupational and Business Psychology from Kingston University, where he now also lecture on Training and Development for the Business School.

He runs The Business Psychology Network as an independent consultant, delivering training and HR consultancy on management and leadership, talent identification, commercial skills and team dynamics.

He has hundreds of hours of experience in designing and delivering training across the world, working in three different languages. His clients range from pharmaceutical companies to music labels and finance firms.

Gabriele Galassi is a board member of the ABP (Association for Business Psychology), for which I oversee the training offer to the members.